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The Pursuit DeskAuthor: Jason Noble @ ikaun
What separates the highest performing professional services business development teams from rest? What strategies, tactics, systems, and technology tools are they using to grow their firm? Join us as we follow Jason Noble in his search for answers to these questions and more. You'll hear exclusive interviews with the world's leading business development and marketing experts. Each episode is packed with actionable advice that will help you run your own growth initiatives, no matter the size or specialty of your business. Language: en Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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From Events to Strategy: Sandra Claudio on BD, Authenticity & the Art of Integration
Thursday, 18 June, 2026
At LMA 2026 in New Orleans, Sandra Claudio made the case for something every BD team knows but rarely says out loud: not every RFP is worth your time — and chasing the wrong ones can actually hurt you. 🎧 Sandra is Director of BD at Ice Miller, where a team of two manages RFPs for the entire firm — responding to around 200 a year, not counting early-stage pitches. Their process is disciplined: every opportunity goes through a go/no-go evaluation before a single word gets written.The full episode covers Sandra's entire career — from events coordinator to BD leader across four major firms — plus her take on cross-selling, lateral integration, and why authenticity was the LMA 2026 theme that actually resonated.
